Blogs

A colleague recently invited me to give him some very direct feedback.&nbsp; He said, "I want you to be comfortable enough to tell me I have bad breath.&nbsp; In fact, if you care for me, you will." Well, he didn't have bad breath&hellip; but there were some other things that I wanted to tell him.Some things that were really hard for me to share, but if my colleague was going to go from good to great he needed to know. So with significant discomfort I shared […]

The means are many. The ends are few.Often our clients confuse their ends with their desired means, and when that is not us (our products and services), it's a problem.Understanding the difference between Ends and Means -- and how to arrive effectively at the best options -- is a skill well worth investing in.&nbsp; Here's how:Ends (sometimes called EIM for "End in Mind") are the ultimate desired outcome.&nbsp; Means are the method by which we achieve the En […]

Sales is all about providing the client with solutions to their problems. However, solutions -- no matter how great we feel they may be -- have no intrinsic value.Solutions only derive value from the problems they solve -- that people care about, and/or the results they produce. If there are no pressing problems, or important results, there is no compelling solution.We strongly recommend that you take the time to master the ability to "move off the solution." Doing so is […]

In order for us to be recognized as great sales leaders we must perform exceedingly well in our current role. We must be highly regarded as salespeople, managers, contributors, strategic thinkers, insightful and initiators. We need to exemplify leadership.This is the third in a series of blogs posts on how to climb the sales leadership ladder. To date, we've talked about mindset and skillset as part of a process to becoming a great leader.To be of the right mindset, I proposed, […]

In my last blog post, I offered that one does not have to be more intelligent, be more deserved, be more lucky or have more experience than you.It is more a question of our "relationship," that is, how we perceive leadership, and our desire to lead. This is the first step in the process of becoming a great leader (mindset).Now it's time to talk about skillset; in our next post I will talk about toolset.Skillset - Know ThyselfBefore you take any next steps, I challenge yo […]

Getting more is simple: Work smarter or harder -- or both. It's as simple as putting more energy into it.&nbsp; Increase the driving forces, and... there's another way too: Remove barriers, obstacles and roadblocks.We all have things that slow us down, get in the way.&nbsp; It's as simple as removing them.&nbsp; Decrease the restraining forces.What are your driving forces? Do they include: Calls (in person and by via technology), research, performance, produc […]

Since managing the scope of a sales project requires an understanding of the client's needs, you will have to ask a lot of questions. Do you take time to clarify your intent before you ask your client an important question?Before you ask a question, you might want to pause and clarify your reason for asking. If a client seems hesitant to answer your questions, it could be that they have doubts about your motives.
They may not trust you enough to answer honestly and completely.
[…]

Chris and Lisa are both sales representatives at a large B2B company.&nbsp; Lisa is a seasoned and very successful rep, while Chris is a rookie. Chris is stalled in trying to get one of his clients to make a decision on a deal and asks Lisa for some advice.&nbsp; She uses the G.R.O.W. coaching model during an impromptu brainstorming session. She begins by asking Chris for:
G:&nbsp; A "goal" to their discussion...
R:&nbsp; Afterward they identify and share […]

I was recently on a plane from Philadelphia on my way back home from a long business trip. The plane taxied into the number one position on the runway and then the pilot kicked it into high gear for takeoff. We were thundering down the strip when we all heard a booming "pop" sound. An instant later we decelerated rapidly and taxied back to the gate. Passengers were talking among themselves and wondering what had happened.&nbsp; It was eventually announced that we blew an […]

ANYONE can be a world-class salesperson -- and one of the keys to getting there is practice. Today's vlog is only two minutes long but that's enough time for me to explain how -- even with limited time -- you can get in the practice you need to get great.